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30 Ways to Slice Your Email Database for Better Email List Segmentation

September 29, 2016 Admin Wordpress 0

If you’re new to the world of email marketing, you might be unfamiliar with the importance of segmenting your email lists. But it’s a big deal: According to DMA, 77% of email marketing ROI came from segmented, targeted, and triggered campaigns in 2015. 

The best part about email segmentation? There are a ton of creative ways you can segment your email list to run innovative and effective campaigns that leads and customers will enjoy, from geography and industry to content format and topic.

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7 Amazingly Effective Lead Nurturing Tactics

March 15, 2016 Admin Wordpress 0

As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table.

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The Executive’s Guide to Effective Lead Nurturing Programs

January 7, 2016 Admin Wordpress 0

Let’s start with some scary stats. According to SiriusDecisions 98% of MQLs never result in closed business. Additionally, 54% of sales reps won’t make quota. All this despite record investments in marketing automation and sales enablement tools.

Now consider that the top priority among B2B marketers is increasing the number of contacts/leads generated (Source, State of Inbound 2015). Of course, a close second priority is converting contacts/leads into customers. Over the last five years, I’ve seen the focus on lead generation increase significantly among small and mid-market businesses (SMEs). As recently as 2013, I would regularly engage executives who had reached out to me to discuss a sales problem in an effort to teach them that the cause of their sales problem was how they were (or more accurately weren’t) generating leads. Today I get to do much less teaching as more and more executives have increased their focus on lead generation.

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6 Essential Nurturing Workflows For Every B2B Company

December 30, 2015 Admin Wordpress 0

Not everyone is ready to buy your product or service the first time they come to your site and that’s okay. With the right amount of time and information they will warm up to your brand, assuming they’re the right persona for your product or service, of course.

Nurturing campaigns are essential for keeping these people who visit your site but aren’t ready to immediately buy engaged with your brand. Essentially these campaigns are a series of emails aimed at keeping you top of mind while building trust and moving your lead further along in the buyer’s journey.

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21 Powerful Ways to Grow Your Email List [Infographic]

October 3, 2015 Admin Wordpress 0

This post originally appeared on HubSpot’s Agency Post. To read more content like this, subscribe to Agency Post.

I think we can all agree that things taste that much sweeter when we actually earn them: the promotion you got, the first car you bought with the money you saved mowing lawns for three summers, or the free coffee you received after the cashier punched the final hole in your rewards card.

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13 Email Workflows You Should Be Using in Your Marketing Automation

October 1, 2015 Admin Wordpress 0

Are your contacts going with the flow, or are they just sitting dormant in your marketing database? If you don’t have any automated email workflows set up, your answer is probably the latter — which means you’re missing out on some major opportunities to nurture and engage your existing contacts.

Did you know that B2B marketers who implement marketing automation increase their sales pipeline contribution by an average of 10% according to a report by Forrester? But wait … there’s more.

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What to Do When Your Prospect Takes a Strange Turn in the Buyer’s Journey

July 29, 2015 Admin Wordpress 0

[Cue Twilight Zone Music] There is another dimension beyond which is known to most marketers. It is a dimension that is vast and chaotic and as timeless as the sales process itself.

It is the middle ground between the introduction and the close, between engagement and disengagement, it lies between the deepest of our marketing fears and the heights of our marketing knowledge. This is the 4th dimension of the sales funnel. It is an area which we’ll call… The Sales Continuum.

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Phones Aren’t Just for Texting: How Calls Fit Into the Customer Journey [Infographic]

July 21, 2015 Admin Wordpress 0

I’ve got a pretty big thing for phone calls. (I bet your sales reps do too.)

Why? Often times, it takes a lot of interest to get someone on the phone. In fact, inbound phone calls are 10-15X more likely to convert than website leads, according to Conversion Scientist.

The trouble is that many marketers don’t know where to start when it comes to driving more inbound phone calls to their business.

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How Marketing Can Work With Sales to Close More (and Better) Leads

June 5, 2015 Admin Wordpress 0

In my job at HubSpot, I chat with marketers very often about what problems they’re facing. One of the most common issues I hear about is lead flow — a marketing department generates hundreds of leads per month, but many of them aren’t closing.

Nobody knows where to turn. Sales points fingers at marketing. Marketing points fingers at sales. They both shrug, unsure of how to proceed.

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How to Create a Compelling Business Case Study: The Ultimate Guide & Template

May 29, 2015 Admin Wordpress 0

Struggling to earn the trust of potential new customers?

Before you can expect them to open up their wallets, you need to start the sales process by demonstrating your ability to deliver on what your product or service promises. 

Sure, you could tell them that you’re great at X and that you’re light-years ahead of the competition when it comes to Y and Z, but at the end of that day, that’s just lip service.

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How and When to Follow up With All Types of Leads

December 23, 2014 Admin Wordpress 0

In the sales and marketing world, there are few issues that are getting more attention than the issues surrounding lead management and follow up. In my experience, clarity around lead management, qualification and response times are the crucial linchpin to align sales and marketing efforts.

It’s a rather scary statistic, but according to a study most recently done for Harvard Business Review, 71% of qualified leads are never followed up with. What’s more is, of the leads that are followed up on, they’re only touched an average of 1.3 times. This represents tremendous opportunity costs not only in revenue, but in the customer/prospect experience as well.